How to Build Sales Through Active Listening

How to Build Sales Through Active Listening

Be
the most effective salesperson you can be by having a customer focus. How do
you cultivate a customer focus?By
listening, interpreting, evaluating, and understanding your customers’ wants
and needs.It is only after listening
and internalizing your customers’ goals that you can respond appropriately.

Ask
good questions and then listen carefully to the responses.Be sure to observe nonverbal communication,
too, including tone, pitch, intonation and energy level.Note body language to truly understand what
your customers are trying to tell you.

Being an active listener does
not minimize your need to be clear, concise and persuasive.It simply improves your ability to perform
those tasks to the best of your ability.Astute listening skills arm you with the tools you need to respond
appropriately and be more successful.

Establish conversations where
there is interaction between you and your customers.Ask open-ended questions.Listen to the responses.Respond by letting them know how you
interpreted what they said to make sure you did not misunderstand.Listen again and then ask another question
that will help you address their wants.You will not only get the information you need but also establish a relationship
with customers that has the potential to bring in future business.

Customers appreciate it when
you listen attentively. They want you to focus on them -- tune in to their
special needs. You can let them know you are listening by nodding from time to
time or with brief spoken responses.If
there is something you don’t understand, don’t
act as though you do.Ask for
clarification.

Don’t let your mind drift or look
around to see what else in going on in your store or office.Don’t worry about what you will say next. That
will happen naturally by responding to what the customer has to say.Work on solving customer problems and
becoming the ultimate resource person for subsequent ones.

The
best salespeople don’t sell products or services.They solve their customers’ problems.By asking open-ended questions you can
sometimes uncover issues the customer was not aware of and avert a problem
before it occurs.That makes you a hero
-- a ‘go to’ person who can be relied on to not only solve but avoid
problems.

When
you listen actively, you position yourself to identify and address customer
needs productively and profitably.That
is the stuff great salespeople are made of.And it all happens because you are a good listener.